Microsoft Channel Manager - ISVs + Services

Position

Microsoft Channel Manager - ISVs + Services

The Channel Manager – Microsoft ISV Solutions & Services is responsible for evangelizing, enabling, and activating Microsoft partners to sell Microsoft-aligned ISV solutions and to co-create and hunt for ISV-related services revenue. This role sits at the intersection of ISVs, Microsoft partners, and Arrow, driving solution adoption, pipeline creation, and high-margin services opportunities.

This is a builder and hunter role—focused on enabling partners to position differentiated ISV solutions, attach advisory and implementation services, and bring integrated Microsoft + ISV offers to market. The ideal candidate understands how Microsoft-centric ISV solutions win in the field and how partners monetize them through services.

• Evangelize Microsoft-focused ISV solutions across the partner ecosystem, including solutions built on or integrated with:
  • Azure and Azure AI
  • Modern Work and Copilot
  • Security and data platforms
• Enable partners to:
  • Understand ISV value propositions and differentiation
  • Position ISV solutions within Microsoft workloads and customer outcomes
  • Confidently sell ISV software alongside Microsoft licenses and consumption
• Act as the ISV solutions subject‑matter guide for partner‑facing teams

• Proactively hunt for ISV‑related services opportunities with partners, including:
  • Advisory and assessment services
  • Implementations and integrations
  • Migrations, optimization, and managed services
• Help partners build repeatable services motions around ISV solutions, not one‑off projects
• Collaborate with partners to:
  • Identify whitespace accounts and workloads
  • Package Microsoft + ISV + services offers
  • Drive higher‑margin, solution‑led revenue

• Design and execute joint GTM motions involving:
  • Microsoft‑aligned ISVs
  • Partner sales and technical teams
  • Arrow internal sales and enablement resources
• Support pipeline creation by:
  • Working backward from customer use cases
  • Aligning ISV solutions to Microsoft priorities and incentives
  • Activating partners around specific vertical or workload plays

• Work closely with Microsoft stakeholders to:
  • Stay aligned to solution priorities and field motions
  • Support co‑sell and ecosystem‑led opportunities
• Partner with ISVs to:
  • Improve partner readiness and adoption
  • Identify friction in partner selling motions
  • Accelerate partner‑driven growth through Arrow

• Coordinate internal Arrow resources across:
  • Channel management
  • Cloud and services sales
  • Technical enablement
  • Marketing and marketplace teams
• Serve as the quarterback across partners, ISVs, and internal teams to drive execution and results

• 6+ years in channel management, ecosystem sales, or partner‑led GTM roles
• Strong experience working with:
  • Microsoft partners
  • ISVs aligned to Microsoft cloud workloads
• Proven success driving services‑led revenue alongside software sales

• Strong consultative selling and partner enablement skills
• Ability to connect ISV solutions to Microsoft workloads and customer outcomes
• Comfortable hunting for new opportunities with partners
• Process‑oriented with strong CRM and pipeline discipline
• Able to operate across multiple stakeholders without formal authority

• Builder mindset with strong ownership mentality
• Evangelist who can influence and activate partners
• Gritty, proactive, and execution‑focused
• Collaborative leader who thrives in ecosystem environments

• Bachelor’s degree preferred
• Equivalent relevant experience considered
• Microsoft and ISV ecosystem experience strongly preferred

Hybrid:
Tuesday, Wednesday, Thursday required office days for Panorama Office site;
Monday, Friday work from home.

• Medical, Dental, Vision Insurance
• 401(k), With Matching Contributions
• Short‑Term/Long‑Term Disability Insurance
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Paid Time Off (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth…